Selling is an individual activity. Sure, sometimes a ‘team selling’ approach is appropriate, but even then it relies on each individual seller doing their part well. Because of this focus on individual performance it’s extremely important for a Sales Manager to keep an eye on the personal communication behaviours of their team. Most people in […]
How to ask clients the personal, direct questions you really need to ask
In a sales conversation sometimes it can be really difficult to ask the exact questions you need to. That was the situation facing a team of financial planners I recently spoke with. They were facing a particular segment of unengaged clients and they wanted to know how they could create more engagement and generate interest […]
How to structure a sales conversation for success
In my work with technical specialists and professionals across many industry sectors there is one thing I have seen time after time that undermines their ability to successfully ‘close the sale’. That is, not following a plan. Having a structured sales conversation is critical to win more clients The structure of the conversation enables you, […]
Why your sales team should be overconfident
Most people will tell you that being overconfident is a bad thing. In fact the definition of overconfident is: “more confident than it is sensible to be, often in a way that is annoying”. But that’s not always the case. In scientific research published in 2012 it was found that being overconfident helped people to […]
How to be successful in sales using your intuition
How many times have you heard these phrases? Sales is a numbers game. See more people, make more sales. You need to have the ‘gift of gab’. Follow the ABC of selling, Always Be Closing. Frankly, some of the old-style sales thinking just doesn’t work in modern sales settings. For anyone who sells products that […]